Selling to the Government: What It Takes to Compete and Win in the World's Largest Market Review

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Selling to the Government: What It Takes to Compete and Win in the World's Largest Market ReviewThis book is one of the best books I have read about federal sales and marketing; in fact, in anticipation of its release I actually pre-ordered a copy. As a consultant and trainer with over 25 years of government logistics, contracting, and sales & marketing experience, I find this book to be an accurate and informative guide to companies that are new to the federal marketplace, as well as for those that are currently selling in the federal marketplace. Each chapter is full of detailed information and steps to successfull federal business development, and ends with a comprehensive checklist of things to do (each checklist is "spot-on"!). Real life stories and experiences by the author, industry experts and successful company leaders make this a must have for any company that wants to strategically grow their federal sales business. Also the 36 page glossary of terms is a gem all by its self, as it describes commonly used government sales, contracting and marketing terms and acronyms that can overwhelm a federal busines novice. I only have a few books about government sales on my bookshelf and I have two of Mark Amtower's.
Deborah Peyton, President, Fedmed Sales Consulting, LLC ([...])Selling to the Government: What It Takes to Compete and Win in the World's Largest Market Overview

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A Big Life In Advertising Review

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A Big Life In Advertising ReviewMary Wells Lawrence protests that she cannot understand why Gloria Steinem said she "Uncle Tommed it to the top." All you have to do is read this book to understand exactly what she meant. Mary portrays herself as unbelievably shallow, egotistical, and testosterone driven and has the nerve to pass judgement on any women who see any alternative to a big empty shallow life like her own. She is so fascinated with her own little corner of the world and her psuedo celebrity friends she spends all her time recounting anecdotes about them and never gives us any synthesis of her experiences or any attempt to relate it to the rest of the world.
The only people that I imagine would find this book useful are those who want gossip on the history of the advertising business (or those that are thinking of getting in to see what they're about to encounter). Readers who are interested in life as a CEO from a woman's perspective or how successful women deal with balancing career and family (or career and any personal life whatsoever) will be sorely disappointed, as will readers interested in any deep insights about anything at all. Finally, this book is shockingly poorly written for someone who started her career writing.A Big Life In Advertising Overview

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How to Make Hot Cold Calls: Your Guide to Making The Sale or Landing That Perfect Job Review

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How to Make Hot Cold Calls: Your Guide to Making The Sale or Landing That Perfect Job ReviewHow to Make Hot Cold Calls changed my life. As a sales manager with a very large financial institution, I was enlightened by the concepts found within Steven Schwartz's book. Never before had I been given the "how to" of this critical component of the sales process. I was so inspired, that I coordinated a seven-week pilot with 10 front-line sales staff within my organization. Here are some of the startling results from our informal process: a 73% average increase in our ability to get through to prospects over the telephone, and an 87% average increase in our ability to get the appointment or sale.
Believe me, this is a very reliable indicator of how intuitive Hot to Make Hot Cold Calls can be to a typical sales person today. Some of the behavioural changes from the team were immediate and permanent. Even more exciting was how my salespeople could overlay Steven's techniques during their face-to-face sales appointments. I strongly recommend the use of this book, the website, and the audio program.How to Make Hot Cold Calls: Your Guide to Making The Sale or Landing That Perfect Job Overview

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